Making Your Prospect “Give Up”
Oliver Schwarz When approaching the close of a sale, it is important never to ask for an order, instead, you should make your prospect “give up’. The prospect “giving up” means they…
May 2022
Prospecting
Prospecting can be an important part of selling, but it is important to understand that when prospecting you are not going for a sale, you are going for an appointment.…
A Prospect Who is Listening is No Prospect at All
When making a sale, it is important to be searching for your prospects pain. The way to discover this pain is asking good questions, then shutting up. When you are…
Don’t Paint Seagulls in your Prospect’s Picture
When selling to a prospect it can be tempting to try to force the prospect to see things from your prospective. This is known as “painting seagulls in your prospects…
Trying not to Upsell
Owen Mathias When talking to a prospective client it is important to obviously evaluate the needs they have as well as analyze the pain they experienced. However, sometimes the customer may have…